PARAMUS, N.J., AUGUST 10, 2004 – Graphic communications salespeople who want to get beyond price and learn how to develop compelling value propositions that will make the customers want to buy from them will find must reading in Price Doesn’t Count, published this month by the National Association for Printing Leadership (NAPL).
As author and printing company executive Gary Cone explains, customers’ price-based objections to a sale often mask their real concerns. Cone provides a concrete strategy salespeople can use to determine and address clients’ real concerns to not only win the sale but build ongoing and profitable customer relationships.
Citing specific customer-printer interactions, the 176-page volume shows readers how to cultivate a loyal customer base that contributes to their company’s growth and profitability by:
- Overcoming price dominance.
- Making the shift from price quoting to selling on value.
- Learning to understand what customers are really asking.
- Developing an effective pricing strategy.
- Dealing with clients’ budgets.
- Anticipating and meeting clients’ needs.
- Selling to the decision makers in the customer organization.
Price Doesn’t Count (NP 376) is $29.95 for NAPL members; $34.95, non-members. To order, call (800) 642-6275, Option #3; email [email protected]
; or go online to NAPL’s bookstore at www.napl.org/store/.